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GTM execution insights

Practical thinking on GTM systems, handoffs, lifecycle, CRM trust, enablement, forecast discipline and the operating layer between strategy and execution.

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Handoffs & Lifecycle

Handoffs & Lifecycle6 min read

The SDR Problem Is Usually Not an SDR Problem

Why busy SDR teams still miss pipeline targets — and why the fix is usually in the GTM operating system, not just rep activity.

31 May 2026Read insight

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